Most inventory management systems at hospital departments are characterised by lost sales, periodic reviews with short lead times, and limited storage capacity. We develop two types of exact models that deal with all these characteristics. In a capacity model, the service level is maximised subject to a capacity restriction, and in a service model the required capacity is minimised subject to a...

From the perspective of product uncertainty, the effect of product type, product price and sales on buyer’s online payment method choice was explored with a 2 price levels (high vs. low) × 2 sales levels (high vs. low) × 2 product types (experience vs. search) within-subjects eye-tracking experiment. Thirty voluntary participants from Zhejiang University participated in the experiment. The dete...

This study presents an approach to predict the performance of sales agents of a call center dedicated exclusively to sales and telemarketing activities. This approach is based on a naive Bayesian classifier. The objective is to know what levels of the attributes are indicative of individuals who perform well. A sample of 1037 sales agents was taken during the period between March and September ...

This paper evaluates a more integrated approach of regulation when doing international comparisons and represents the first cross-country study in the South American region in which quality and weather variables have been included in the analysis. A total of 82 electricity distribution firms operating in Argentina, Brazil, Chile and Peru have been analysed for the period 1998-2008. Stochastic f...

Abstract To extract the full revenue potential of their front line, B2B firms use technical field service force for selling activities. However, as is only a complementary activity embedded in technicians’ main tasks, they may struggle to sell effectively. The authors investigate situation key driver (i) technician’s decision engage (selling activity) and (ii) customer’s purchase success). They...

This study empirically examines whether managers manipulate reported income through the timing of sales of long-lived assets and investments. Several empirical implications of the income-smoothing and debt-equity hypothesis in the context of asset sales were tested. The findings are consistent with the timing of asset sales by managers so that the recognized accounting income from these sales s...

$EVWUDFW This paper presents the adaptation and customization of two lexical resources: Brill tagger, Brill (1992), and EuroWordNet, Vossen et al. (1998), to be used in the ADVICE project devoted to build an intelligent virtual reality sales and service system that uses human language technology. The work described in this paper is comprised in the ADVICE 1 project, which consists of the develo...

In the distribution service industry, sales people often experience multiple occupational stressors such as excessive emotional labor, workplace mistreatment, and job insecurity. The present study aimed to explore the associations of these stressors with depressive symptoms among women sales workers at a clothing shopping mall in Korea. A cross sectional study was conducted on 583 women who con...

one of the demands of our society, thirty-seven years after the glorious victory of the islamic revolution, is establishing the pure islamic values in all aspects of society, especially the economic sphere and business decisions. the aim of this study was to clarify and identify the elements and principles of customer orientation and customer relationship in the quran and nahjolbalaghe. therefo...